GDPR & Cyber Security - The Human Element - Guest Oz Alashe MBE - CEO, CybSafe We are excited to have Oz Alashe on the podcast this week.  We talk about the forthcoming GDPR regulations, its global impact, as well as the impact of cyber security at both a personal and organizational level. Oz is a former Lieutenant Colonel in the British Army and UK Special Forces. He has a successful track record of developing strategy, driving innovation and leading implementation in both the public and private sectors. His background gives him a unique insight into the socio-technical realities of cyber security and the sensitivities around changing human behavior. Oz was awarded an MBE for personal leadership in the most complex and sensitive of conflict environments   Questions Addressed What is GDPR? How does it impact communication with potential prospects? Are others being influenced by the EU approach? How does this impact the sales professional? How do you measure behavior change? What is Social Engineering? What are some of the behavioral things we should be aware of? How do you test in a way that allows people to keep their dignity? What can we do? Key Takeaways GDPR - General Data Protection Regulation, EU regulation, affects business around the globe If you are engaging with Europeans or have European customers or clients you will be impacted by this. There is a convergence of expectations - we are increasingly aware of attacks, at the same time, our reliance on technology is increasing.  It is natural that governments are getting engaged.  Take care of entrusting organizations with data.  Ensure that others are doing what they say they are.  Seeing changes in relationships with third parties that are part of the general supply chain. Cybersecurity is an issue today.  Reliance, enablement, impact - for all the negative you hear, there are far more positive things. There is an opportunity to lean into security.  We are not always as secure as we should be. People, Process, Technology - businesses tend to focus more on the tech & the process, when it comes to people, they may take a tick the box approach.   Cybsafe focuses on the human aspect, changing behavior positively. What people know How people think How they behave Social Engineering is the art of manipulating people so that we give up information that we might not provide normally.  It is a cornerstone of most cybercrime.  They might create a scenario that will make you more vulnerable to share information.  i.e. common background, common network Phishing email is one of the most common tactics.  They may leverage the expectation that we expect people to request information, and we will share. The SMS version is Smishing - might seem less threatening, but can still have the impact. Criminals are pretty smart. This is a business to them. People will continue to make mistakes. The tests should be positive, they should be evaluated. Many organizations will run campaigns to see if people will fail, rather than educate.  Psychologically speaking, linking training with failure is not a good approach. Some action we can take now. Stop being so trusting - we are hardwired to want to trust, but we live in a society where some people will take advantage of this.  Not being so trusting will encourage you to make sure people are who they say they are - i.e. hover over a link to see if it is taking you to someplace different.   Pay attention to spelling, sites may look like something very real, but they are spelled slightly different, at a glance you might not notice.   Check with folks - if the communication is out of the blue - ask them if they meant to send something. Organizational Impact/Risk is a matter of Trust - once you have violated the trust, it can have a significant impact on your reputation in the marketplace. We will gravitate toward those who can protect our data. We will continue to increase our connectivity.  Risk will continue to increase. We are getting smarter about how we challenge these threats. Show Links CybSafe - https://www.cybsafe.com/en-gb/  The Human Aspect of Cybersecurity - Webinar Find Oz on LinkedIn Find Oz on Twitter Empathy is a Cybersecurity Necessity GDPR - An Opportunity to Rethink Cybersecurity People are not the Problem - they are Part of the Solution ---------------------- Thank you Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Initial Outreach to Prospects This week on the Catalyst Sale Podcast we discuss an initial outreach approach mentioned during the episode with Pam Boiros, and one that Mike Simmons first learned from Jeff Hoffman when Mike and Pam were at SkillSoft. This initial contact approach is based on a foundation of Why You (the customer), Why You Now.  Mike has had significant success over the years using this customer focused and personalized approach.  This is a personalized approach that works well for both new prospects, and for re-engaging with previous contacts. We would also love to hear some of the additional topics you would like us to discuss on future episodes.  Questions Addressed "Why you, why you now?" How do you apply this today? How can we start? Key Takeaways Why you (the customer, prospect, recipient of the email); Why I’m reaching out to you now. Call to Action - who would you recommend? Provide context, demonstrate that you have done the legwork, focus on the customer. Here is the copy of my initial outreach to Jody. Hi Jody - I've listened to you and Lee for ~9 months now. I was smart enough to follow your advice and Lee's advice, and contacted him last July. He and I met for coffee, and it was one of the catalysts that lead to where I am today. I'd like to talk with you about your experience, your journey, lessons learned, and the possibility of creating a Sales oriented podcast. What's the best way to schedule a discussion? Thank you, Mike The outreach is not cold, context is provided based on what is important to the recipient. Be thoughtful The subject line is critical - you want to provide enough information that will prompt the recipient to open the communication. Jody likes to put the "Ask" - right up front. Practical application today. Search Use keywords Find a Quote Find the Context Do the Work Up Front Use your own language This is NOT mass email Learn your customer’s story, and incorporate it into your communication. We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you.  Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m Show Links Catalyst Sale Twitter Mike Simmons Twitter LinkedIn Pam Boiros - Episode Jeff Hoffman Action Requested Help us and others by rating and reviewing the podcast.  At the end of this episode - we ask the audience a question, and look forward to your response.  Please share your initial outreach communication, what's worked, and what you have learned. We would love to hear from you at [email protected] or @catalystsale on twitter Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

To Discount or Not to Discount - What's the Risk? Discounting is a four-letter word. If you reduce your price, are you going to decrease the value of what you deliver, or decrease the impact that you will have on the customer? Think of some of the organizations you purchase goods or services from, but will never pay full price. Think of any conversation you have had with a customer where price has become the focal point. Mike Conner is back this week, and we briefly discuss what he has been up to, and dive into the details around the risks of discounting. We hope you enjoy the discussion, and look forward to your feedback on Twitter, LinkedIn, and Facebook. Questions Addressed What are some of the things that have popped up on LinkedIn that are interesting? How should you approach discounts? What’s the difference between selling value and taking a discounting approach? What advice do you have for a rep who knows their customer is looking for the discount, but your sales manager is saying you should not? What about competitive situations?  How does discounting apply? How do you help a client move away from a discounting expectation to something that is more in line with how your other customers purchase your product? What are some other approaches you can take, and different trades you can bring to the discussion? Key Takeaways Lesson learned - early career/mid-career rep - realizes, they may be doing their client a disservice. When the focus changes to discounts, value gets lost in the equation The focus should be on delivering value to people, not creating new buddies.  People will not make decisions just because they like you. As a buyer - we will ask for discounts until we feel like we have gotten to the floor. Discounting is a really weak crutch The value you deliver should go far beyond pricing. Look at your ability to validate that the product will work, will solve the customer's problem, will do what you said it would do as part of the value you deliver. Have value attached to everything - make sure the client understands what is involved. As an example, when working with a product that includes setup fees.  It is necessary to take a look at what’s included, identify the things that are unnecessary, challenge the need, and get fair value for the services delivered.  Don’t let these things be arbitrary. Our approach - we will give you the most value in the first proposal we will deliver. Sales, unfortunately, drives a lot of the negative behavior.  We get trapped in a race to the bottom, the discounting approach. In our experience, the initial discount is a gateway to the discussion for further discounts. Know your competition, understand their value proposition, the value they deliver, and that you deliver.  Don’t get caught in the trap of chasing them down the discount rabbit hole. Once you have established the behavior it is difficult to reset expectations. Have confidence in your pricing & don’t take the bait. We know it is hard, especially at the end of the quarter, end of the year. Sales managers - should not reinforce bad behavior. Call to Action What's your approach to discounting? We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you.  Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m Show Links Catalyst Sale Twitter Mike Simmons Twitter LinkedIn Action Requested Help us and others by rating and reviewing the podcast.  At the end of this episode - we ask the audience a question, and look forward to your response. We would love to hear from your at [email protected] or @catalystsale on twitter - what are some of the topics you would like to hear us address on a future podcast? Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Anthony Iannarino - International Speaker, Author, Podcast Host & Consultant This week on the podcast Anthony joins us to discuss key concepts discussed in both of the books he has authored, we also touch briefly on his forthcoming book.   We discuss a number of different items, including discipline, doing work, why "price is a shield" - not a sword, and many other topics.  We hope you enjoy the discussion as much as we did. Questions Addressed Who is Anthony Iannarino? What is Anthony's writing process? How do you distinguish between signal & noise? How can you build business acumen? How often have you asked others for help, and had the person you asked say no? What is wrong with presenting the solution but not getting the next commitment? How do you distinguish between Objections & Concerns? What does Anthony mean by using price as an advantage? Why do we tend to overcomplicate things? Key Takeaways Book #3 - planned for October 2018 Self-Discipline is a differentiator in sales.  Anyone who is successful in any endeavor, they have a set of practice, a set of disciplines. The market is crowded. Anthony does not spend a lot of time-consuming & instead focuses on things that have stood the test of time.  (i.e. caring, resourcefulness, discipline - these have not changed much over time) Timeliness principles that have served people for thousands of years. The most dangerous thing is to maintain the status quo. Trusted Advisor - you need to be able to build trust, but you also have to be able to provide advice.  The role means - I'm not going to let you get hurt. Build business acumen by working with others, shadowing those who are further down the path that you are on. Read. Build your vocabulary by listening to business people discuss business (CNBC) You need to know how to produce business results for your customers. We are pack animals, we are a part of communities, don't go it alone. Time tends to accelerate & exacerbate concerns The Objection is what you hear, the Concern is the underlying thing between the lines. When price is lower, it means we are taking money out of solution. The best salesperson is the person who can get the client to invest the right amount of money to produce the outcome they need. There are three business strategies. Lowest Price Strategy Best Product Strategy Customer Intimacy Strategy Sometimes your salespeople are outstanding negotiators, however, they are channeling that skill internally. Be somebody worth doing business with. Show Links Only Sales Guide You'll Ever Need The Lost Art of Closing In the Arena Podcast The Sales Blog Anthony's YouTube Channel Jocko Willink- Discipline Equals Freedom - Field Manual Ken Wilber - A Theory of Everything ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Curation vs Creation This week on the Catalyst Sale Podcast we discuss curation vs creation, the difference between the two, why it is important to your audience to do both, and some general best practices.  We would love to hear from the audience regarding Curation vs Creation & how you Create vs Curate. We would also love to hear some of the additional topics you would like us to discuss on future episodes.  Questions Addressed Where is the line between creating content and curating content? How does Mike use Twitter? What are some best practices? What are some recommendations that Jody has regarding content creation? Is there a difference between a thought leader, teacher, and practitioner? Key Takeaways Creation of content is more important than curation of content today - Simmons Your perspective is a combination of practical experiences, the things you read, the things you watch, the things you hear, the discussions you have. If you rely completely on curated content - you are not providing your perspective - Jody One of my favorite curation tools is Twitter.  You can create a content curation machine that works well for you. LrnChat, GuildChat, ShrmChat, PodcastChat Twitter best practices from Mike's perspective Be careful who you follow Leverage search Follow people that you have found interesting. Search specific hashtags #Sales #Negotiation #Learning Follow conference back channels. Use this as a way to help identify others you would like to engage. Jody users Twitter to curate by creating lists.  He uses this to curate without creating noise within his stream. If you are just sharing other peoples stuff, it does not let people know your point of view. Continue to share your previously published content. We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you.  Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m Show Links Catalyst Sale Twitter Mike Simmons Twitter LinkedIn Action Requested Help us and others by rating and reviewing the podcast.  At the end of this episode - we ask the audience a question, and look forward to your response. We would love to hear from your at [email protected] or @catalystsale on twitter - what are some of the topics you would like to hear us address on a future podcast? Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Making Mistakes and How to Respond This week we have a listener question - Jason in NY, says we always talk about success, can you share some of your mistakes? Mistakes happen, but do they just happen?  Are all mistakes accidents?  A mistake can be an accident, a mistake can be intentional, a mistake can be a result of not knowing your situation. This week on the Catalyst Sale Podcast we talk some of the mistakes Mike has made, how he responded, and what the results were.   Questions Addressed What are some of the mistakes you have made, and how have you overcome them? How do you recover? Is there a difference between how customers view mistakes in judgment vs a technical mistake? Key Takeaways Say I’m Sorry Think before you act - be careful about what you say or do. Own up to the mistake, take action, move forward. Sometimes a mistake can help make the relationship stronger. It may be the process or the system in place that enables that mistake to happen.  Ask the five whys to find the root of the mistake - maybe it’s the process. Mistakes don’t just happen. Usually, there is an error in judgment.  Figure out why the error occurred. We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you.  Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m Show Links Catalyst Sale Twitter Mike Simmons Twitter LinkedIn Action Requested Help us and others by rating and reviewing the podcast.  At the end of this episode - we ask the audience a question, and look forward to your response. We would love to hear from your at [email protected] or @catalystsale on twitter - what are some of your biggest mistakes? Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Paul Michelman - Editor in Chief, MIT Sloan Management Review This week on the podcast Paul Michelman - Editor in Chief, MIT Sloan Management Review joins us for a great discussion that covers a number of topics, including the impact of technology on business and vice versa, and why the middle may not be the best place to be. Paul is the former Editor in Chief of Safari Books Online, he has worked with strategy+business, the Harvard Business Review, and other prestigious organizations.  Paul was also the original executive producer and host of HBR Ideacast, launched in 2006. Questions addressed What do you think about the future of podcasting? How is technology influencing business, how is business influencing technology? How do you stay ahead of the technology changes, while keeping the business going? Who is doing this well? What can we do at an Individual Contributor level to impact organizational success? Can you apply math to the risk of change? What is real & what is BS when it comes to Artifical Intelligence (AI)? Should we focus now on specialization or should we diversify? Key Takeaways Audio/Podcasting Quality will continue to improve, content will continue to improve.   The popularity of audio will continue to grow - it is the most flexible of media - you can take it with you wherever you go. The rise of audio as an interface - central way that we interact with devices - continues to occur. Technology For most of the digital age - technology has been a support platform/tool. Tech has moved from a supporting tool to being central to the way organizations compete. From HR to anywhere in the supply chain, to Sales, you cannot name a group that is not being influenced or impacted by technology. Technology as a Skill: Senior leaders need to understand how the technology impacts the business. Change & The Impact of Technology on the Speed of Change Change is going to happen, and it is going to happen more frequently. There is a level of acceptance - change is here to stay. Things you may have revisited annually, you now have to revisit quarterly. The higher level the risk, the harder the change may be, including the ability to test.  It is really hard to generalize. Pierre Nanterme - CEO, Accenture You need to have a confidence that you are heading in the right direction. Keep tacking. Accept that you will not have all of the information. Companies that Will Handle these Changes Well Digitally native organizations (Amazon, Google, Apple) - they are inventing as they go. Organizations that are modest - those that do not fall in love with their own successes “Information has been democratized” - as an example, Zappos have given their people the latitude to make decisions that directly impact the business. It is not just enabling the workforce, it also means you have a workforce that wants to embrace this enablement. Artifical Intelligence / AI as a disruptor Maybe the question about AI starts first with algorithms.   The estimations of AIs impact are not overstated. We may be overestimating the impact in the short term, but underestimated in the long term. There is a healthy shift in discussions, the perspective is shifting to the belief that AI is going to enable us to do better things - not replace us. The Middle Don’t Get Caught in the Middle - Organizations continue to get flatter.   Executives in the middle of organizations are increasingly threatened. Employees ability to make decisions continues to improve.The intermediary role continues to be reduced. There are not many matchmakers anymore. The business intermediary is being replaced by technology. What to do about it. Develop your skills in tandem, don’t lose sight of your personal ability to create value. It will help you manage your career within and outside of an organization. Don’t be just a left brain person, don’t be just a right brain person - keep developing your skills. Show Links MIT Sloan Management Review Paul's LinkedIn Paul's Twitter Articles Mentioned Don't Get Caught in the Middle - Paul Michelman Managing the Bots that are Managing the Business - Tim O’Reilly ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

The Quick Fix? - Do the Work Every year, most of us start the new year with resolutions.  We resolve to lose weight, attain 125% of our quota, save for a down payment on a house, achieve better work-life balance, be more mindful.  Some of us execute on these resolutions.  Many of us fail within a couple of months or even weeks.    This week on the Catalyst Sale Podcast we talk about the risks associated with looking for a quick fix/shortcut, and the importance of creating a plan and working the plan.  The journey of 1000 miles begins with one step.   Questions Addressed Are there quick fixes, shortcuts, and silver bullets that work in sales? Why do we seek shortcuts/quick fixes? When does your Sales success start? Key Takeaways You don't create pipeline overnight. Get better each day - take incremental steps toward success. Slow is Smooth & Smooth is Fast "People need to stop making New Year's resolutions, and start doing things that work every day." - Lee Cockerell "I don’t fear the man who has practiced 10,000 kicks once, I fear the man who practices 1 kick 10,000 times." - Bruce Lee Sometimes a solution may seem like a quick fix, or that you have a shortcut.  What is likely happening, is that expertise is helping to shorten the cycle - It does not mean that steps are being skipped. Do the right work today, assess your skill level, adapt, iterate, adjust, and keep doing the work. We look forward to hearing about your goals, objectives, and the work you plan to put in each day to accomplish your goals.   We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you.  Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m Show Links Time Management Magic course by Lee Cockerell Catalyst Sale Twitter Mike Simmons Twitter LinkedIn Podcast Episodes Referenced Time Management for Sales Professionals Product Market Fit Account Planning Territory Planning Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Andrew Savikas - Founder, YieldTalk This week on the podcast another friend of Catalyst Sale joins us.  Andrew Savikas is the founder of YieldTalk. He is the former CEO of Safari Books Online, and he is a startup advisor who helps CEOs and Founders with strategy.   This week we discuss the importance of understanding history, similarities between those in sales roles and those in technical roles, and how b2c and b2b strategies can thrive in the same environment. Questions addressed How are Sales and Marketing folks similar to those in Engineering, Product, and Technology? As Sales professionals, what are the gaps we should be mindful of when communicating requirements back to the organization? What roles would benefit from learning to code? How does accounting apply to software development? What happens in organizations as they navigate the transition from b2c to b2b? What are some of the common challenges Andrew has seen in early-stage organizations? Why is it so important to understand history? Key Takeaways Understanding etiquette, culture, and vocabulary when communicating across functions in an organization is important. Empathy is critical (this continues to be a theme) It's not as simple as - let's just add more resources - the sales team can’t just sell more in the short term Nine women can’t (accelerate the process and) have a baby in a month - metaphor from the Mythical Man Month  Recognize that there are distinctions within organizations across technical roles.   Leverage your internal resources - bring them into the discussion The buyer has already formed an opinion on the product before you engage with them General Observations working with early-stage companies The value of looking at B2C as a leading indicator & as a source of growth (evangelists, insight, access) The impact of churn at various stages of the organization Understanding the importance of how probabilities and percentages play into sales development Many early-stage organizations make the mistake of hiring the wrong sales rep, and many do this too soon. General observations - about technology and innovation Think about technology through a historical lens - what have we learned through other transformations. The Telegraph as an innovation - it had a transformative impact on our country The hyphen was a technological innovation "Technology is anything that was not around before you were born" - Alan Kay Show Links YieldTalk.com Andrew's LinkedIn Andrew's Twitter Books Discussed Book Business: Past, Present, & Future - Jason Epstein Mythical Man Month - Frederick P. Brooks Jr.  Technological Revolutions and Financial Capital: The Dynamics of Bubbles and Golden Ages - Carlota Perez  ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Pam Boiros - Principal Bridge Marketing Advisors This week on the Catalyst Sale Podcast a great friend joins the discussion.  Pam and Mike Simmons worked with each other at SkillSoft in the early 2000's.  Pam is the principal and founder of Bridge Marketing Advisors.  She has a long history in Ed Tech, and is a marketing expert with both sales and marketing skills.  Pam currently works with companies to help with go to market communication strategies.   Questions addressed What have you learned as you have made the transition from a small company, to a larger organization, to startup? When did Pam start building her Network? Why is there this ongoing battle between Marketing & Sales? How can the Sales rep help customers navigate the buying process? What impact can marketing automation systems have on the sales role? How can Sales reps better partner with Marketing? How has innovation impacted marketing? How are innovations in marketing tech entering into EdTech? What are some common mistakes early stage companies make when it comes to marketing? Where does content marketing fit in the current market? Key Takeaways The Network is Critical There is no excuse today, for not building a network. Why you, Why Now Sales is more complex than ever “Marketing exists for one reason - to help sales professionals sell more stuff” - Pam According to CEB - 57% of the sale happens before the customer engages with the organization. Look at the Sales role as one similar to a concierge - focus on servicing your customer. Equip your coaches for success. Marketing automation tools will help ensure you are skating to the puck. "90% of your marketing budget is wasted, you just don’t know which 90%" no longer applies. It is critical that you time your marketing with the current stage of your product.  Most organizations start too late. The scarcest resource is time - you have to earn your customer’s attention Map your marketing assets to your buyers and the buyer's journey. Show Links Pam's LinkedIn Pam's Twitter ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Scott Ingram - Host of the Sales Success Stories Podcast Scott Ingram joins us this week to share the insight and knowledge he has gained since launching the Sales Success Stories podcast.  He shares some thoughts on pattern recognition across his guests, practical examples of how they go about doing their work, and why they have been successful.   Scott also announces a conference he is launching in 2018.  Thank you for listening, sharing, and reviewing the podcast.  Please keep the questions coming.   Questions addressed What patterns have you recognized? What’s the difference between training & coaching? What should be in place to enable innovation? How do Successful Sales reps use personality to change their approach? What do most top sales professionals have in common? Key Takeaways One commonality - there are not a lot of commonalities Know your skills, high level of self-awareness, be the best self you can be. Focus on coaching, NOT training Be ruthless - Qualification is Critical - you can’t be the best if you are wasting time on deals that will not close Know your self - be self-aware - focus on and apply your strengths Sales is a thinking process - it is not a template.  All of these folks care deeply about the results of their clients Go out there and find mentors Pipeline Saves Lives Show Links Sales Success Stories Podcast - https://top1.fm/  Sales Success Summit - https://top1summit.com/ Referral code - Catalyst - when you register to save $150.00 Scott's Twitter - https://twitter.com/ScottIngram Scott's LinkedIn  Don Miller Podcast - http://catalystsale.libsyn.com/don-miller  Tiffani Bova Podcast - http://catalystsale.libsyn.com/tiffani-bova  Tiffani Bova - What's Next Podcast Masters of Scale ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Brian Trautschold - Co-Founder, Ambition This week we are on location in Chattanooga with Brian Trautschold the cofounder of Ambition.  Brian and I revisit a common subject - there are no silver bullets. We also discuss how data can be used to self-assess and identify ways to improve personal performance, what's changing in sales technology, and why technology is not the solution for bad culture.  Questions addressed How are Sales Enablement and the Sales Enablement stack evolving Why does new technology continue to crop up? What are those organizations doing well? What does the Sales Enablement spectrum look like in the future? What is it about the behavioral aspects of what people do that excite Brian? Key Takeaways There are no silver bullets Most of the tech that is out there is replacing excel Technology can be a force multiplier, that helps the organization be more effective The successful companies do the basics well (Hire, Manage, Enable, Reward, Recognize, Develop) The ones who are failing are not listening to their customers Don’t simply throw technology at the problem Take a design thinking approach Some categories to consider Where the data lives How people do their work Why people do these things Be careful of the unintended consequences of success There is a big shift - people are more enthusiastic about the progress that can come from reviewing data, and are more open to data being tracked. Once people have the data, they have the power to impact/control their own destiny. Show Links Ambition - https://ambition.com/  Brian's Twitter - https://twitter.com/BTrautschold  Brian's Linkedin - https://www.linkedin.com/in/brian-trautschold-97518219/  ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Do you introduce additional risk by selling after "Yes"? We've discussed many topics on the Catalyst Sale podcast since the launch in October 2016.  This week we discuss selling after yes and the confusion that comes with lack of clarity around expectations. This is something that likely happens when the sales process is rushed, either by our side or the client's side.  If you skip steps or rush the process, you tend to make assumptions.  When these assumptions are revisited, they can lead to confusion, a need for clarification, or worse - a lost deal. Questions Addressed What are the risks in selling after "Yes"? What does it mean to sell after “Yes”? What advice do we have for the new sales rep who might be prone to continue to sell after “Yes”? Key Takeaways Ask the important questions to ensure fit and feasibility - i.e. can we solve the problem, can the customer actually implement? Understand the challenges the customer is running into.  Address them with your solution, in the context of their problem. Understand how they will implement the solution, who will be involved, how they will execute. Highlight risk early in the process Focus on the customer's’ success Play the long game Contact Mike & Mike [email protected] ASU SkySong Catalyst Sale Twitter LinkedIn Please keep the questions coming.  We would love to hear about your challenges, how you have overcome them, and any questions you have about B2B Sales, Sales Leadership, Managing up or down in an organization, or growing your own business. Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Donald Miller - CEO, StoryBrand Don helps companies "clarify their message so customers engage", he is the CEO of StoryBrand and a New York Times best-selling author.  Don joins us this week on the Catalyst Sale podcast to discuss the StoryBrand Framework and how it applies to Sales professionals, marketers, and anyone looking to improve their success. Questions addressed What are two core functions of the human brain? What are prospects/contacts looking for when they scan your email? As a sales pro - should you be the hero? Why do we daydream? What are the 7 stages of the StoryBrand Framework? How does this apply to working with customers? Key Takeaways The first priority of the human brain is survival The next thing the human brain tries to do is conserve calories. Stories create engagement. Simple, clear messaging wins. Customers look for what they can understand the fastest. The purpose of the guide is to help the hero beat the villain and win the day. We all wake up in our story in the hero role, when we come across another hero we compete for resources. When you stop talking about their problem, the story ends. Give your customers a plan, provide the steps necessary for your customer to win the day. Break things down into simple steps, this communicates that working with "us" will be easy. Make sure your call to actions are direct, too often they are passive. Show Links About StoryBrand - https://storybrand.com/about/ Don's Twitter - https://twitter.com/donaldmiller Building a Story Brand (The Book) Building a StoryBrand Podcast: bit.ly/building-a-storybrand-podcast ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

What impact does an Agile development process have on Sales? We've discussed sales as an Agile process during previous episodes.  This week on the Catalyst Sale podcast we discuss the impact of Agile Development Cycles on Sales. What happens when you develop product functionality in the context of sprints vs a waterfall approach? This week Mike Conner is back.  He and Mike Simmons discuss the things we should be mindful of when selling a solution in an environment of constant iteration.   Questions Addressed How does Agile impact sales? What are the risks of a perpetual pivot? What is Agile? How does Agile change the perspective that the sales professional should take? What are the dependencies from a Product perspective vs Sales perspective vs Marketing perspective vs... Key Takeaways Don't use your live instance as your sandbox. Maybe your first customers will not be your best long term customers, but you should always remember who you are serving. Minimize surprises within your customer base - set expectations. Your internal relationships are critical in an agile organization - these relationships help you with internal and external communication. Build internal and external relationships - these relationships will help you execute on customer requirements. The tighter control you create on the relationships with your customers, the more risk you take on. Capture information in your CRM, Google Docs, Internal Feedback Documents - hold up your end of the value chain. Contact Mike & Mike [email protected] Catalyst Sale Twitter LinkedIn Ask Questions - we are happy to talk 1:1 - or answer a question on the podcast. Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Maintaining Focus and Doing the Things that are Important Time management is an area where most sales professionals struggle.  Everyone has the same number of hours in a day - 24.  What we do with these hours is up to us.  One way to make the most out of every day is to prioritize and execute.   This week on the Catalyst Sale Podcast we revisit the importance of doing the important things, and not falling into the trap of urgency driven by others.   Questions Addressed How do you work on what's "Important", not "Urgent"? When you ask others for something, do you set expectations? How often do you revisit your priorities? How do you keep track of success? Are you allowing yourself to be managed by others? Are you working toward your objectives or theirs? Key Takeaways Don't be a Washing Machine It's hard to say No, but you need to learn how to do this with grace or you will find your day consumed with the priorities of others Identify your spectrum of what's important to you.  (Mind, Body, Family, Work are the categories Simmons uses - Examples follow) Mind - Meditation Body - 90 minutes of activity per day Family - Relationships Work - Product Development Make the impact that only you can make Show Links Time Management Magic course by Lee Cockerell [email protected] Catalyst Sale Twitter LinkedIn Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guests Christie Walters & Jeff Bajorek - Hosts - The Why and The Buy Podcast This week is a pretty special episode of the Catalyst Sale Podcast.  We have a roundtable of experience on the show, and we go a little longer than usual.  Christie Walters and Jeff Bajorek from The Why and The Buy Podcast join us on part one of a two-part podcast. We discuss how Christie & Jeff met, why they launched a podcast, and what they have learned throughout the process.  We also dive pretty deep into what works in sales, common mistakes and missteps, and how to improve your success.  Questions addressed Why, "The Why and The Buy"? What Happens if you Focus too much on the tech and the tactics? What is wrong with many of the "Thought Leaders" that are out there today? As a Sales Rep - what do you do? Why does the "Wellness Check" not work? Key Takeaways The enemy of good enough is perfect Be willing to start You do not have to walk the path alone The simplest element is typically the most powerful If you know your whys, the hows and the whats get easier There are no Silver Bullets One of the biggest struggles is distinguishing between the need to pitch, and truly understanding the problem you are solving Be the same sales rep on the 28th of the month as you are on the 3rd.  Show Links The Why & The Buy Podcast - http://thewhyandthebuy.com/  Christie’s Twitter - https://twitter.com/walterschristie Christie's Website - http://christiewalters.com/ Jeff's Twitter - https://twitter.com/jeffbajorek Jeff's Website - https://www.jeffbajorek.com/  Don't miss part two on The Why and The Buy Podcast later this week ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Are There Questions That Are Too Small to Discuss? Although we traditionally discuss some of the bigger problems that organizations run into when looking to generate sales and accelerate growth, sometimes it is the small things that can seem like big problems to new organizations. What happens when you make a decision today, with limited information, or decide to cut a corner, but it creates significant costs down the road? This week on the Catalyst Sale Podcast we discuss some of the easy questions that are sometimes missed.  The little problems that can turn into big problems down the road.     Questions Addressed Are there problems that are too small for us to address? Why is the “rolodex” hire a potential indicator of risk?   What’s the best way to connect with Mike & Mike & ask a question? Where can you go inside your own organization? Key Takeaways A question that is not asked can lead to big problems down the road. Hire the right rep for the right time. The “Magical Rolodex” does not exist. Smart people sometimes miss the obvious due to blind spots - do the due diligence. Remember to leverage your network - both inside your company and outside of your organization. There are a lot of people out there who are willing to help - you just have to ask. Remember - the only dumb question is the one that is not asked. Contact Mike & Mike [email protected] ASU SkySong Catalyst Sale Twitter LinkedIn Ask Questions - we are happy to talk 1:1 - or answer a question on the podcast. Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Jennifer McClure - Speaker, Executive Coach, President of Unbridled Talent & CEO of DisruptHR How do you innovate in a role that historically has been typecast as transactional?  Jennifer McClure joins us on the podcast this week.  We discuss innovation, building business acumen, how a role in Human Resources relates to sales, and a number of other topics. Jennifer was an amazing guest.  Not only did we discover that both of us are D’s when it comes to our DISC profiles, but we also both have to push out of our comfort zones to be more extroverted in our jobs.  Jennifer talks about setting personal challenges when communicating, including personal gates, such as never being the first person to talk, and not offering a solution until you ask at least one question. Questions addressed What does disruption mean to Jennifer? What are some of the things that are happening in HR when it comes to innovation? How do you distinguish between signal and noise What are some things people should consider when thinking about making a transition (level up, do something different)? What is the secret to being a good coach? What happens if you dismiss HR or others in the hiring process? How can HR (and other) professionals build business acumen? Key Takeaways As an organization or as a leader, if you say you are innovative, but you don't allow people to fail, you are simply fooling yourself. From the receptionist to the switchboard operator, treat people like you would like to be treated - people matter.  Your #1 job when going through the interview process is to be the most likable person they interact with. Engage - it will help you differentiate from others in the process. Look in the mirror - be self-aware; you know what’s in your head, your job is to get information out of the person you are meeting with, then deliver your information in context. The more we look at talent through the same lens that we look at consumer products, the better we will perform.  This will free HR up to work on more strategic things. Think of yourself in the context of a well-rounded business professional.  A business leader with HR expertise. Over the next 2 to 3 years Jennifer expects HR to continue to evolve to a much more strategic function - it’s not just a phrase, people are our most important resources. If you want to build business acumen, start by developing a curiosity about the business.  Start with some foundational questions - i.e. How do we make money? Show Links Jennifer’s LinkedIn Profile https://www.linkedin.com/in/jennifermcclure/ DisruptHR - https://disrupthr.co/ Jennifer’s Twitter - https://twitter.com/jennifermcclure Jennifer’s Website - http://jennifermcclure.net/   ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

The fundamentals are what they are - fundamental In this week’s Catalyst Sale podcast we start with Zig Ziglar, and the foundational sales skills he shared with others.  We then transition into a discussion around other thought leaders from past and present that have shared ideas and concepts that help improve performance.  We wrap up with a request of our audience.  We ask the audience to share the names of today’s thought leaders that they listen to, read, and those they would like us to engage with.   Some Zig Ziglar Quotes discussed, include the following. Your Attitude, not your aptitude, will determine your Altitude - Ziglar You can have anything you want in life if you help others get what they want in life - Ziglar If you can dream it, you can achieve it - Ziglar Questions addressed How do the timeless classics impact development today? How important is it to look back to the fundamentals of selling? How did you cut your teeth in sales? Who are the new leaders in this type of content? Community Question - who do you recommend? Key Takeaways Give proper credit If you do not go back and sharpen the saw, you increase your risk Refer back to the timeless classics as a method to sharpen the saw & stir the paint Ask the leaders in your organization for their thoughts on the fundamentals that have helped them get to where they are today. Ask them for their story. Zig would not take 100K for his cassette player if he could not replace it - what are some of the things you would not give up for 100K, if you could not replace them? Don’t just look at the data - ask your team questions Conceive, Believe, Achieve Thank you for sharing this episode.  If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app.Show Links Hardcore History Beyond Selling Value Zig Ziglar Secrets of Closing the Sale - Zig Ziglar See you at the Top - Zig Ziglar Brian Tracy Seth Godin (Startup School podcast) Lee Cockerell Tim Ferris - Cal Fussman (Power of Listening) Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Morgan Ingram, Manager, Sales Development at Terminus and Host of the SDR Chronicles The Sales Development Representative (SDR) role is another level of specialization within the sales function.  Some organizations have adopted this role and successfully integrated the position into their teams, while others are struggling with success. This week on the Catalyst Sale Podcast, Morgan Ingram, host of the SDR Chronicles joins us to discuss the SDR, the evolution of the role, mindset, and being persistent. Questions addressed What is an SDR? What works in SDR/AE handoffs? Where does the transition fail? How do you onboard a new AE/SDR? What does the transition from SDR to Manager look like? What about transitioning from an SDR to an AE role? What surprised Morgan most about the transition from individual contributor to a manager? Key Takeaways Sweat the details Define success criteria and expectations with each Account Executive As you make the transition into leadership, focus on how you can work for others.   Consistency Brings Results - If you don’t show up, you can’t show out. Monthly data may skew your perception on results, look at the quarterly numbers to help minimize the impact of anomalies. Steady mindset - good things will happen, or bad things will happen - know that the one constant is change. Trust your process. When you feel the fire in something that you are doing, but are not seeing the impact - trust yourself, be persistent. Show Links Morgan's LinkedIn  Morgan's Twitter SDR Chronicles Steady Mindset as an SDR Books mentioned in this episode Captivate - Vanessa Van Edwards The Lucifer Effect The Lost Art of Closing - Anthony Iannarino Influence - Robert Cialdini Extreme Ownership - Jocko Willink ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Territory Planning - A Catalyst Sale Approach This week on the Catalyst Sale Podcast we discuss the components that makeup the territory plan, including starting from ground zero, and defining your area of focus. Traditionally this starts as a whiteboard exercise for us. We start with a blank whiteboard and go through yes/no questions to refine our focus. Given that this is a whiteboard exercise, a visual follows. In previous episodes, we have discussed the Account Plan and the Call Plan. The territory plan establishes the guardrails that the Account Plan, and subsequent call plans fit within. The call plan is the day to day detail. The three of these should tell the story of how you accomplished your objectives. The Territory Plan is a preview of what’s to come. Questions Addressed How do you start building out a territory plan? Where does Account Planning fit into this process? How much time does this take? What if territory planning is not something that is required in my current role? What are some common mistakes that organizations make when it comes to territory planning? Key Takeaways Don’t boil the ocean. Compartmentalize and execute - shrink the territory down to something that is manageable. Know your numbers, plan based on the numbers. Allocate ~one hour per week to adapt - Observe, Orient, Decide & Act (OODA Loop) The territory plan helps to identify the spectrum that you plan to work within, or guideposts, for the year Even if territory planning is not a requirement of your role, you may benefit from creating your own. Use the territory planning process as an opportunity to identify new business opportunities & growth. Run your territory as if it were your own franchise. A territory plan should be a living, breathing, document - it is not a one and done proposition. Feed your territory plans with new insight, new information. The plan will and should evolve. Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app. Show Links Previous Podcast Episodes Episode 29 - The Account Plan Episode 25 - Planning your Sales Calls Templates Discussed on the Podcast Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Tiffani Bova - Global, Customer Growth, Sales and Innovation Evangelist at Salesforce and host of the What’s Next Podcast Tiffani Bova joins us on the Catalyst Sale Podcast this week to discuss innovation within the sales profession, customer experience, taking ownership of your personal development, and “What's Next” in sales and customer success. Have you thought about the transition from optimization to transformation to reimagining the customer experience?  Customers and prospects are looking for sales professionals who understand their objectives, needs, requirements, and their business.  Successful sales professionals do right by the customer, and build relationships for the long term. Questions addressed What does it mean to “Reimagine” sales? How does diversity impact sales and team success? What does “how you sell matters” mean? “What's Next”, and what is Tiffani excited about in sales, customer experience, and technology? What will the best brands do in the future? Key Takeaways Innovation comes when you reimagine the business and the customer experience. There is a technical consideration when it comes to team diversity, it's not just about gender or experience.  Diverse teams may also include AI/Machines as well as a human component. As a sales professional, you control how you interact with your customers, how you communicate, how you serve them. The greatest salesperson is the customer who advocates on behalf of the organization. Build trust, you have to earn the right to ask your customer/prospect for help. Advice for Founders - get better at sales Advice for Sales Professionals - invest in your personal development Advice for Everyone - get comfortable with technology. Show Links Tiffani’s LinkedIn Profile - https://www.linkedin.com/in/tiffanibova Tiffani’s Twitter - https://twitter.com/Tiffani_Bova Huffpost article - http://www.huffingtonpost.com/author/tbova-657 Tiffani's Website - http://tiffanibova.com/ What's Next Podcast - https://itunes.apple.com/us/podcast/whats-next-with-tiffani-bova/id1262213009?mt=2 ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Listener Question - When does it make sense to buy a mailing list or leads? Buy vs Build is one of the most common questions facing business leaders today.  Jordan, a listener in Texas, asks when does it make sense to purchase a list?  We address Jordan's question, but also get side-tracked in the discussion and dive deeper into the concept of buy vs build.  This week on the Catalyst Sale podcast we discuss how to create a list when prospecting, and we also discuss how to improve your success when buying a list from many of the services that are out in the marketplace. Questions for Consideration When does it make sense to buy a list vs building a list? What factors do we consider when it comes to buying vs building a list? What are the risks with either approach? How does Catalyst Sale evaluate lists? Key Takeaways Whether buying or building - make sure you take the time to test. Identify your buyers and influencers before investing resources.  Who is the buyer?  What are their roles? Create the list based on what you know about the company/market you are targeting. It may make sense to buy in an environment when your expertise is lacking, time is critical, cost/benefit analysis supports the investment, the budget is available. Show Links Previous Podcast Episodes Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Special Episode - Lessons learned in Podcasting with Jody, Mike & Mike This is a unique podcast, it will be posted both in the Catalyst Sale Podcast feed & the Jody Maberry Show feed. This week on the Catalyst Sale podcast Jody, Mike, and Mike discuss the Catalyst Sale podcast, lessons learned, the importance of finding a good partner, and why we chose podcasting.   Questions Discussed What have you learned over the course of the past 12 months? How does the podcast fit into your sales process? What is sales, and how does a podcast relate? Why Podcasting? What are some of the surprises that have come with the podcast? Key Takeaways Nerves got the best of us early on, we finally found our stride when we went off script.  Over time we have gotten more comfortable. We have received great feedback on the many guests we have had on the show.  In hindsight, we would have invited guests early in the process.  Consistency is critical - it helps build set expectations, build trust, and has helped us continue on on a positive growth curve.   Find the right partner, there is no need to go it alone. Be yourself, don't try to be someone or something else. Show Links HBR Ideacast Tim Ferris Podcast Jocko Podcast Creating Disney Magic Jody Maberry Show Proposal Podcast Drew D’Agostino Previous Podcast Episodes We hope you have enjoyed the podcast as much as we have enjoyed doing it.  Please share it with team members, colleagues, friends, and those who might find value in the information. Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Is Your Process Slowing your Progress or Improving Performance? Process supports scalability and execution.  An effective process is important when creating predictable growth.  Lack of process usually results in higher risk, confusion, and inconsistency.  This week on the Catalyst Sale podcast we discuss how process potentially prevents or limits progress. We also discuss how process for the sake of process may be driven by ego or a lack of understanding. Process for the sake of process stifles creativity, and may take the focus of the team away from the things that really matter. Questions for Consideration What if a rep/team member challenges you on a current process? Constantly ask yourself - why are we doing this? Where Can I Improve? Is this process for you, or is it for the benefit of the team/organization? Key Takeaways This is how we have always done it - should not be your fall back. Create a culture where asking questions is expected - your team should trust you, you should trust your team. When establishing process, begin with the end in mind & establish guideposts.  Give your team the flexibility, the creativity to work within the guideposts. Leverage the strength and experience of your team.  We are smarter than me - Barry Libert and Jon Spector Show Links Seven Habits of Highly Effective People We are Smarter than Me Creating Disney Magic Podcast Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Jen Spencer - Vice President of Sales & Marketing, SmartBug Media Jen Spencer joins us on the Catalyst Sale Podcast this week to discuss partners - where to start, what works, common errors, and how to reduce risk.  Mike and I also share our experience with partners, both as a partner and a company looking for partners. Jen shares her expertise, and fills in the blanks.Partners can accelerate your path to revenue.  They can open up new markets, and provide an opportunity to test feasibility and fit. Questions we address How do you identify good partners? When is it time to exit a partnership? What should a partner on-boarding program include? Why might you choose a partner approach? What are some of the common errors when building a partner program? Key Takeaways Begin with the end in mind (This is an ongoing theme that most listeners will recognize) Treat your partners like you would treat your direct sales team Continue to evaluate success and adapt the relationship as necessary. Thank you for sharing this episode.  If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app.Show LinksJen's LinkedIn Profile - https://www.linkedin.com/in/jenspencer/ Jen’s Twitter - https://twitter.com/jenspencer SmartBug Media - https://www.smartbugmedia.com/ Girls in Tech - https://phoenix.girlsintech.org/ ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Patience Matters in Sales? An aggressive mentality tends to be something we look for when identifying sales potential.  It is a characteristic that we reinforce when recognizing top performers and one we tend to highlight during an interview process.  What about patience though?  Where does patience fit in?  Can you be patient and aggressive?  Is there a difference between patience when it comes to your career vs how you manage sales cycles? This week on the Catalyst Sale podcast we discuss patience, revealing urgency, and the importance of planning. We also discuss how a lack of patience may be driven by ego, and the risk of letting your ego get in the way.   Planning is critical in sales.  When it comes to managing sales cycles, a project plan can help you help your customers navigate the decision process. Develop a plan, and work the plan. When it comes to your career, an honest assessment of where you and where you want to go is important to your long term success, and determining if you are on the right track. Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Have you ever meet an emotional Sales professional?   Emotions are part of the game in life, and certainly in sales.   Don't let yourself get too high or too low.  If you read the press clippings or listen to the noise, remember that you are never as good as they say you are, nor are you as bad as you might think you are.  The inverse also applies. This week on the Catalyst Sale Podcast we talk about the impact success and failure can have on your sales career.  We discuss the importance of staying the course and trusting your process.  We also discuss why it may be necessary to reevaluate your process.  One of the worst mistakes a sales rep can make is to allow a slump, a stall, or a loss prevent them for future success. The second worst mistake is allowing success to take their eye off the ball, and lose focus. Remember - the only constant is change.   Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Listener Question - What are some best practices when working with a recruiter? Mike Conner is back this week, he and I tackle a listener question from Max in California.  Max is interested in our perspective on working with recruiters.  Specifically best practices, best approach & some ideas around what has worked for us in the past.   Recruiters - they can be the key to a successful job hunt, or the perceived that prevents success.  Mike Simmons and Mike Conner discuss best practices when working with recruiters, and how to identify a great recruiter, on this weeks episode.  We also discuss some horror stories we have experienced as part of a hiring project we are currently working on.   It is amazing how early career sales professionals (and even those later in our careers) can miss the easy things.  We share some general thoughts on the importance of finding a good fit when working with a recruiter, why building a relationship is critical, and how you should treat this like you would any other complex sale you have managed. A good recruiter can be worth their weight in gold.  If the foundation is not based on trust and clear expectations, how can you expect them to execute? Please let us know if you would like us to have a recruiting expert join us on a future episode of the Podcast. Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Also, thank you for listening to this week's podcast. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Guest - Ira Bernstein - Founder, Rampt Consulting Ira Bernstein joins us on the Catalyst Sale Podcast this week to discuss onboarding - what works, where to start, common errors, and how to reduce risk.  Mike and I also share our experience with companies we have worked for and with, while Ira fills in the blanks and shares his expertise. Organizations who onboard effectively, establish outcomes, create a plan, execute, and look at learning as on an ongoing experience.  It doesn't need to happen in 2 weeks, what if it happens over a 2 month period?   Perspective is critical - start first with where you want the employee to be. Questions we address What's the purpose of assessment in the onboarding process? How do you test for desired behavior? What about manager accountability? Where does onboarding fit? Is there value in the designer “carrying a bag”? Key Takeaways When considering building your onboarding program - design with an expected set of outcomes. Determine if knowledge transfer is occurring - set tests to validate assumptions. Beware of jargon, and focus on what you want them to learn.  As an example - How often do you want them to use the acronyms in their engagement with the customer base? Simplifying the onboarding process - can have a positive impact. Thank you for sharing this episode.  If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app. Show Links Rampt Consulting Ira's LinkedIn Profile Blog Post - https://ramptconsulting.com/4-signs-your-sales-onboarding-program-is-broken/ Blog Post - https://ramptconsulting.com/youre-limiting-hiring-pool-dont-even-know/ ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via Apple Podcasts Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   If you have questions about the Catalyst Sale approach, how we help organizations validate and identify product market fit and break through plateaus, you can reach us at [email protected] Please send listener questions and feedback to [email protected] or contact us directly on Twitter, Facebook or LinkedIn. Contact us today to learn more.

Host Question - What is an SSI Score? Jody threw us a curveball this week, with his own question.  He has heard Mike and I give each other a hard time about our individual SSI score, and finally asked - what is an SSI score?  This prompted a discussion and a Catalyst Sale Research Project. There’s an old saying in business - “Be careful what you measure, because what you measure is what you will get”. In sales the sales profession, we measure a number of things - from booked revenue, which is a lagging indicator of success, to several leading indicators tied to sales process velocity and opportunity valuations based on sales process execution.  We discussed some of these metrics on a previous podcast with Matt Ostanik On this week's episode of the Catalyst Sale Podcast, we discuss a research project we are kicking off at Catalyst Sale.  We are interested in gathering industry data on the LinkedIn SSI score.  Is there a direct correlation between the SSI score and individual or team sales performance?  Is there an ideal SSI score? Important Links What's your SSI score? - Click here this link to find out What is the SSI? Catalyst Sale SSI Survey for Sales Professionals Catalyst Sale SSI Survey for Sales Leadership Catalyst Sale SSI Landing Page - Fill this out if you would like the results. Thank you for participating in the survey.  We will share the results with all participants who provide their contact information.  Data will be reported anonymously.   Thank you for listening to this week's podcast. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.  

Guest - Matt Ostanik - Founder, CEO, FunnelWise Matt Ostanik is our guest on this week’s podcast.  Matt is the CEO of FunnelWise. He previously founded and grew Submittal Exchange, a provider of web-based collaboration tools for commercial construction projects. In a five-year period, Matt grew the company from two employees to more than 100 and more than 100,000 users of their software. He sold Submittal Exchange to Textura Corporation (NYSE: TXTR) in 2011 and remained its president. He served on the executive team at Textura when the company completed a successful IPO on the New York Stock Exchange in 2013. We discuss the relationship between Sales & Marketing in organizations, including... What works in data in marketing and sales. How consistency in vocabulary can help. The Revenue Funnel Science Framework How “Your Data Always Tells a Story” The risks associated with confirmation bias What should your data do (i.e answer 1 question, ask 2 more) Matt and I discuss these topics and more on this week's episode of the Catalyst Sale podcasts.  With tools like funnel Thank you for sharing this episode.  If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app. Show Links Revenue Funnel Science - https://www.funnelwise.com/revenue-funnel-science/ FunnelWise site - https://www.funnelwise.com/ Data - Disconnect between Sales & Marketing - Catalyst Sale Matt Ostanik on Twitter - @funnelwisematt FunnelWise on Twitter - @funnelwise Learn More About FunnelWise Since FunnelWise launched in early 2014, we have created a single source of truth for sales and marketing to rely on for revenue funnel metrics, allowing businesses to determine future outcomes, set attainable goals and predict revenue. But it’s our discipline, Revenue Funnel Science, and our dedicated team of experts who have established FunnelWise as the industry leader in full-funnel intelligence. If you have questions about the Catalyst Sale approach, how we help organizations validate and identify product market fit and break through plateaus, you can reach us at [email protected] Please send listener questions and feedback to [email protected] or contact us directly on Twitter, Facebook or LinkedIn. Contact us today to learn more. ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via Apple Podcasts Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

Listener Question - Proposal Templates This week on the Catalyst Sale podcast we review another listener question. Lynn asks about proposal templates, and if it is common to use templates that are more focused on the vendor's business than the customer.   In her organization, they use a template that focuses on their business and the market, and wonders if this is the right approach.    Unfortunately, yes, this is far too common these days.  Proposals many times are re-used, each one building off the most recent successful version.  Should you use a proposal template for your customers? It depends, in a highly transactional business a proposal template might make sense.  This would include scenarios where someone is purchasing off-the-shelf materials like staples, paper clips, paper, etc.   Can you formalize the approach to proposals without templates?   Yes, the structure can be formalized, but not the content.  The content should be delivered in the context of what you know about your customer.   On this week's episode, we discuss how we structure proposals within the Catalyst Sale process, how we apply this across our customer base, and why it works. Share your proposal approach with us via [email protected] we are interested in seeing what works for your organization, how your customers respond to your approach, and why you have taken this approach.  We will share examples on a future podcast episode, and may have you on as a guest. Thank you for listening to this week's podcast. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.   Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Teamwork Makes the Dream Work John Maxwell famously wrote, "Teamwork makes the dream work".  This is critical to our success as individual sale reps (account executives, account managers, SDRs, BDRs, sales leaders), and to Catalyst Sale as an organization.   This week on the Catalyst Sale podcast we talk about the importance of partnerships in business, and how finding the right business partners allows you to divide and conquer when necessary.  A good partnership, where the same skills are shared by those involved, can help you amplify your capabilities when needed. In sales, and in life, it is important to leverage the strengths of the team.  The collective intelligence of the group provides an opportunity to learn from experience, minimize failures, prevent stalls, and increase your success. A couple of important points discussed on today's episode include Identifying your internal partners Building Rapport (also discussed with Dan Tyre) The importance of diversity in partnerships (Dan Peter) Never failing alone Building your partnerships network before you need it. We would love to hear from you. What are you doing in your organization today to foster a culture that leverages partnerships? What partners have made an impact in your career? How do you identify partners in your organization? What impact can the community have on establishing partnerships? Thank you for listening to this week's podcast.  If you have questions about the Catalyst Sale approach, how we help organizations validate and identify product market fit and break through plateaus, you can reach us at [email protected] Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Contact us today to learn more. ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.    

Guest - Drew D'Agostino - Founder, Crystal Knows This week on the Catalyst Sale podcast Drew D’Agostino, Founder, Crystal Knows joins us to talk about building trust with your customers, prospects, team members by understanding their perspective, tendencies, and personality type.   Crystal Knows is embedded into our sales technology stack at Catalyst Sale.  We discuss how we use this technology to prepare for meetings, and communicate in general.   Our sales team and the teams we work with perform better as a result of this tool.  Crystal Knows is part of our call planning process. Drew discusses how various personality types can work well together, and where conflict can occur.  We discuss common behaviors/tendencies of each of the 4 DISC profiles and touch on a couple of the 64 combinations of DISC profiles.   Why DISC Because it teaches empathy. Empathy is the ability to share and understand another person’s feelings. To employ empathy is to be able to view another perspective in an authentic way. The DISC personality assessment is the best resource for an individual to understand how to cater their behavior to the situation. The DISC framework gives us a more flexible, adaptive assessment and tools to understand and communicate more effectively as you go about your busy, hectic life. To employ empathy is to be able to view another perspective in an authentic way. Impact on Building Trust, Rapport, and Improving Relationships The more you learn about the other types, the better you can understand how to remain approachable, how to be more assertive, how to lower your guard, and how to attract others to get your ideas heard.  As you improve communication, you can build rapport, accelerate trust, and build better relationships. Learn More About Crystal Knows Crystal helps you communicate more effectively. They build email and business apps on top of the largest, most accurate public personality database on the web. You can learn more about Crystal Knows by going to their website.  http://crystalknows.com/ On their website you can create your Crystal Knows profile, completed your DISC assessment, learn about the application of DISC in the workplace, and search for people you know.  You can also connect with Drew via twitter @drewdagostino Thank you for listening to this week's podcast.  If you have questions about the Catalyst Sale approach, how we help organizations validate and identify product market fit and break through plateaus, you can reach us at [email protected] Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Contact us today to learn more. ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

Listener Question - Mentoring on the Job This week on the Catalyst Sale podcast we review a listener topic. Spencer asked if we could discuss the importance of having a good mentor as a new rep OR a seasoned rep starting with a new company or in a new industry. It is through mentoring programs and job shadowing programs that organization information can be passed down from person to person, and generation to generation. It is also through these programs that creativity can be inspired, relationships can be built, knowledge can be passed quickly, and a catalyst for innovation can occur.   If these programs are set up poorly, or the mentor/mentee match is mishandled, the results can be rough. Should you implement a job shadowing or mentoring program in your Sales Org? The short answer - it depends.   Should you have a formal or informal mentoring program?   Again, it depends.   We discuss why you may want to consider a formal mentoring or job shadowing program, even if culturally it may not seem like the best fit.  We share personal experiences with mentors who helped us throughout our career and end with some important tips for both mentors & mentees.  Thank you for listening to this week's podcast.  If you have questions about the Catalyst Sale approach or building a mentoring program, you can reach us at [email protected]  Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Contact us today to learn more. ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Key Performance Indicators - what works, what does not, and where to start This week we have a listener question from Jared in Florida.  Jared is questioning the KPIs that are being measured by the organization and wonders how to determine if you are measuring the right things. We discuss some common errors when creating KPIs, general best practices, and some practical examples.  We also discuss how KPIs can be established outside of sales, and be used to measure other aspects of the organization's success.   When we think of these metrics we usually begin with the end in mind.  We identify the desired behavior(s), desired state, and some of the key milestones that are necessary to demonstrate progress.  It is important to understand what we expect to see to indicate success. KPIs provide a data-driven measurement of performance that goes beyond feelings or intuition.  When tracked consistently, they provide a great look into the rearview mirror as well.  Year over year, quarter over quarter, month over month, measured performance can help to identify opportunities in your business.  Thank you for listening to this week's podcast.  If you have questions about the Catalyst Sale approach, KPI definition, or have a question you would like us to answer on the podcast,  you can reach us at [email protected] schedule a call with us to discuss our practice areas. Schedule a call with us to discuss our practice areas. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn.

Guest - Dan Tyre from HubSpot We are excited to have Dan Tyre join us on this week’s episode of the Catalyst Sale Podcast.  The conversation went so well, we ended up recording our longest podcast to date.  Let us know how you like this format, and who you would like us to invite to join us on the podcast. Dan is a director at HubSpot, entrepreneur multiple times over & inbound expert. We cover the do’s and don’t’s when thinking about outreach and connecting with your prospects.   Building rapport - It isn’t just small talk, it is important.  Invest your time in the information gathering phase, and it will pay dividends. When thinking about the connect call - don’t use this as your opportunity to qualify - You have not earned the right to do so.   It is so important to get the person on the other end talking, and focus on the positive.  So many times reps miss with this step.  They start with their agenda, or talking about their company.  Be helpful.  If you are not researching, you don’t deserve the person on the other end to pick-up the phone.   The connect call is focused on helping, be human, provide context.  Be an effective warm caller, by investing time into your prospects.   What’s the best time to call your prospects? What’s the best time to send an email? How many voicemails should you leave before expecting a response? Why does Dan recommend calling early in the morning? Very few people take this from the perspective of respect.  Remember, you are an executive speaking to an executive. Put yourself in front of your customers as one human being to another.   Dan and Mike share their experience, a number of best practices, and ultimately an approach that you can apply today to get results. You can connect with Dan directly via Twitter (@dantyre), LinkedIn (https://www.linkedin.com/in/dantyre01/)  or via the email mentioned in the podcast. If you have questions about the Catalyst Sale approach, or would like to discuss how Inbound Marketing teams and Sales can work better together you can reach us at [email protected] Listener questions are great, please send them to [email protected] or contact us directly on twitter, facebook or LinkedIn. Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Plateau Breakthrough Practice Area Catalyst Sale has multiple services we deliver to the marketplace.  This is the second in a series of podcasts where we share our capabilities.  In this episode, we discuss Breaking through Revenue Plateaus, and our approach to identifying gaps and risk from the perspective of People, Technology, and Process. CEOs, CFOs, COOs, Board members, Advisors, Investors, Controllers, struggle with this question - “Are we doing everything we can to grow top-line revenue?”  The next question is likely - “How do I generate more growth without creating unnecessary risk in my current business?” Followed by - “How can we innovate when it comes to growth?” Can you relate to any of these statements? Single digit or low double digit growth is nice, but it will not get us to where we want to be, in the timeframe we'd like to get there.  It has been a while since the team has brought up an idea that is new or innovative. We have invested in a company with a great product, great technical know-how, and a solid revenue track record, but I'm not sure they are ready to scale. Sales is a black box, I'm unable to decipher. As we go through the process we assess readiness.  We interview your team, test assumptions, provide objective analysis, and identify gaps in people, technology, process.  Think of this as a post-mortem in your sales organization while the business maintains its focus. Contact us today to learn more. ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Product Market Fit Practice Area Catalyst Sale has multiple services we deliver to the marketplace.  This is the first in a series of podcasts where we share our capabilities.  In this episode we discuss Product Market Fit, what we mean by breaking things, and how we have helped founders reduce risk by testing assumptions. Founders/CoFounders, entrepreneurs are optimistic when it comes to product market fit.  The product you have created may pass the family and friends test, but have you been able to get customers outside of your network to purchase? Can you relate to any of these statements? We’ve identified product market fit, but… We are not seeing adoption Users do not stay engaged Customers are not spending money Metrics do not align with our original expectations Our Focus changes Quarterly, Monthly, Weekly We don’t know where to start We’ve started, but we are not making progress As we go through the process we assess readiness.  We test assumptions, identify use cases, and test these use cases in real world scenarios outside of the bubble. Schedule a Product Market Fit discussion with Catalyst Sale We look forward to speaking with you. ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Objections are common in the sales process. A number of sales training companies offer best practices in handling objections and ways to avoid objections.  Sometimes it is important to raise the objection.   Common objections include price, influence, time, budget, competitive capabilities.  Sometimes the objection is less common.  Even worse, the objection might be silent.   Mike & I share our approach when it comes to objection handling, how we have trained our teams to handle the objection, and the mistakes you will want to avoid. Humanize the process, continue to provide value, and don't answer your objections with a list of information your client/prospect can pull out of the FAQs.  If someone tells you that "every objection can be overcome" they are probably selling you on some "technique", and not the process.   Roleplay and game planning should play an important role in your objection handling approach.  As we have said before (Ben Franklin) - failure to plan is a plan to fail. Assumptions lay a quick path to Failure If you walk away with one takeaway from this podcast - Don't make assumptions when it comes to listening to objections, or responding to those objections. Listener questions are great, please send them to [email protected] or contact us directly on twitter, facebook or LinkedIn. Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Listener Question - What do you mean by "Sales is a Thinking Process?" It's more than just our tagline, it's a guiding concept of ours.  We have not found a substitute for thinking, and hopefully, we never do.   On this week's episode of the Catalyst Sale Podcast, we answer Val's question about sales as a thinking process.  We discuss some common misperceptions, challenges, and our approach at Catalyst Sale.  A thoughtful process applies to sales in general, we address the importance of business acumen and putting the customer first in the context of b2b sales. We also hit on the tee-ball culture, desire for things to be easy, and the constant pursuit for a silver bullet that helps get a deal done.  There are no easy buttons, there are no shortcuts, competition and sales require work. We really enjoy listener questions, please send them to [email protected] or contact us directly on twitter, facebook or LinkedIn. Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Dan Peter joins us on this week’s Catalyst Sale Podcast.  Dan is a Salesforce MVP, and Lead Applications Engineer at Kenandy.  Dan started his Salesforce development career in 2009, and is an active leader in the Salesforce community.  Connect with @DanielJPeter on twitter, or look for him at the next Bay Area Salesforce Developer Meetup. We discuss a number of topics including Ohana at Salesforce, the importance of diversity, women in technology, and AI.   Links to additional information regarding many of the topics we discuss follow. Bay Area Salesforce Developer Group https://www.meetup.com/ForceDotCom/ https://twitter.com/forcedevmeetup   Snowforce (Salt Lake City, UT) conference recap: https://macgyverforce.com/2017/03/26/snowforce-2017-the-salesforce-crossroads-of-the-west/   Punta Dreamin’ (Punta del Este, Uruguay) conference recap: https://macgyverforce.com/2017/04/23/a-salesforce-conference-in-uruguay-yes/   Listing of all the Salesforce community conferences https://allthedreamin.wordpress.com/   Salesforce Trailhead “Cultivate Equality at Work” https://trailhead.salesforce.com/trails/champion_workplace_equality   Women in Technology Sandy Kurtzig - https://www.kenandy.com/leadership/sandy-kurtzig/ About Us Page - https://www.kenandy.com/about/   Salesforce Einstein - The impact of AI on data, and creating Superhuman capabilities. https://www.salesforce.com/products/einstein/overview/ Catalyst Sale Sales is a Thinking Process. Our sales process includes Validation, Qualification, Fit, and Feasibility, Proposal, Closed Won & the Confirmation Step.  You can learn more about Catalyst Sale by following us on LinkedIn, Twitter, & via the Catalyst Sale Website.

Listener Question - Should you force the demo? Mike from New Jersey asks about using demos as a key metric in measuring the sales team success.   Be careful what you ask for.  When managing teams, you tend to get what you measure.   If you and your team are compensated based on the number of demos that your team delivers, this may be a good metric.   If your focus is on revenue, this may not be the best metric to focus on. This week Mike & Mike share their approach get into a deep discussion around demoing, the timing of the demo, personalization for the customer, demo loops, and many of the common mistakes made when you rush to demo.   Thanks for listening and for sharing our podcast with your team.  Catalyst Sale Sales is a Thinking Process. Our sales process includes Validation, Qualification, Fit, and Feasibility, Proposal, Closed Won & the Confirmation Step.  You can learn more about Catalyst Sale by following us on LinkedIn, Twitter, & via the Catalyst Sale Website.

Where do you start when planning an effective Sales Training Event or Global Sales Meeting. At Catalyst Sale, we start with the following questions. What is the current state? What is the desired state? What are your gaps? How will you execute? How will you follow-up and hold the team accountable? Who are the experts in your organization that you can lean on? There are no Silver Bullets, but there are some practical experiences you can put your team through to help improve performance.   Effective training, sales or otherwise, includes the delivery of information, an opportunity to demonstrate retention/application of the new skill, and a chance to test and retest the concepts in a simulated environment. Unfortunately, most organizations stop here, reps go home, training is not reinforced, and the team operates the way they always have.   This week Mike & Mike share their approach in planning sales meeting, implementing new sales training programs, and some background on this Catalyst Sale area of practice. Thanks for listening & for sharing with your team.  Catalyst Sale Sales is a Thinking Process. Our sales process includes Validation, Qualification, Fit, and Feasibility, Proposal, Closed Won & the Confirmation Step.  You can learn more about Catalyst Sale by following us on LinkedIn, Twitter, & via the Catalyst Sale Website.

Listener Question - Customer Churn    Churn is inevitable.  It should be considered in your business planning, as it is something most organizations experience on a monthly basis.   What if you are a rep though, and something happens beyond your control?   How do you get things back on track?   What happens if you need to take one step backward in order to move things forward? Let's say you are an Account Manager or Customer Success Manager, and you find that the Account Executive over promised, now you are under delivering.  Or, maybe the customer's perspective of what they purchased has changed.  Maybe you are dealing with a new decision maker, or there is a disconnect between the original decision maker and the team tasked with implementing.   At Catalyst Sale, we are focused on the long game.  This week a listener question draws attention to the things that happen beyond your control, and when it makes sense to recommend that a client reduces their investment with your organization. We also review why it is important to factor in churn as you work through your budget planning process, and when is the right time to discuss it.  Catalyst Sale Sales is a Thinking Process. Qualification, Fit, and Feasibility are core components of our sales process.  You can learn more about Catalyst Sale via our website. or by following us on LinkedIn, Twitter, & the Catalyst Sale Website.

In this weeks' episode of the Catalyst Sale Podcast we talk about pushing the reset button if necessary. (hopefully this is not the case)  We also talk about building on success, creating your foundation for the future, and execution. Sales planning & execution, territory planning, goal setting, and adjusting like a champion all are discussed.   You can find us via LinkedIn, Twitter, & The Catalyst Sale Website